When it comes to profiting from Microsoft Office 365, Terry Hedden has a slightly different view of the world. As CEO of Infinity Technology Solutions, an MSP in Tampa, Fla., Hedden sees at least five ways VARs and MSPs can profit from cloud computing -- outside of the recurring revenues that Microsoft offers to partners.

During the Kaseya Connect 2012 user conference last week in Las Vegas, Hedden said his company charges cloud customers for the following five services:

  1. Consulting: Assessing customer business needs and suggesting solution options. Hedden described this opportunity as the most valuable service that VARs and MSPs offer -- so charge for it, but potentially bill for it over the life of the deal.

  2. Plan and design: Outlining the proper technology systems and implementing strategy.

  3. Delivery: Preparing the cloud offering for distribution.

  4. Implementation:  Transferring, deploying and customizing the customer’s data.

  5. Operation and management: Monitoring and maintaining performance of all systems. This includes a fee for managing Office 365 deployments, Hedden said.